No ke aha e holopono ʻole ai kāu Strategic Marketing Outbound

kuai kūwaho

Aia kekahi hoʻowalewale e ka poʻe o mākou i ka ʻoihana kūʻai i loko e hōʻemi i ke kūʻai aku waho. Ua heluhelu pū wau ma kahi i ʻōlelo ai kekahi poʻe kālepa kūloko ʻaʻohe pono hou no ke kālepa kūwaho. ʻO ka ʻoiaʻiʻo, ʻo ia ka waihona. He ʻōlelo aʻo weliweli ia no kēlā me kēia ʻoihana e nānā nei e hoʻonui i nā mākeke hou a hoʻohui me nā prospect a lākou e ʻike ai e lilo i mea kūʻai aku maikaʻi.

Inā loaʻa iā ʻoe kahi inoa kaulana (e like me ka nui o nā mea nūpepa a me nā ʻoihana kaiapili), ʻaʻole pono paha e kiʻi i ke kelepona a kāhea i ke anuanu. Lawa paha ka waha o ka waha a me nā mea kuhikuhi e kōkua iā ʻoe e ulu i kāu ʻoihana. ʻAʻole ia he makamae i loaʻa i nā hui he nui. I mea e ulu a lanakila ai nā mea ʻelua, pono ka hapa nui o nā ʻoihana e hoʻohui i kahi hoʻolālā kūʻai kūwaho. ʻOiai ʻo ia, nui nā mea loea i kapa ʻia he poʻe kūʻai aku aʻoaʻo e ʻōlelo aʻoaʻo i kahi helu kaulike o nā pilina me kahi prospect ma mua o ka haʻalele ʻana iā lākou.

Hoka ka hapanui o nā hoʻolālā kūʻai kūwaho no ka mea ʻaʻole lākou e hoʻomau i ke kāhea ʻana i nā mea kūʻai aku i loko o kā lākou firmographic key. Ua kūkākūkā mākou i kēia e pili ana iā Bill Johnson - ka mea hui pū o Jesubi, a kūʻai aku i nā mea hana automation prospecting a me kahi mea kākoʻo o Martech.

Ka Mana o ka hoʻomau ʻana

ʻO kahi o nā kumu i lilo ai ʻo Bill i mea hilinaʻi nui i ka hoʻomau ʻana i ka ʻoihana a no ke aha lākou i kūkulu ai iā Iesubi e hoʻi i ko lākou mau lā mua i ʻApimo. Ua hoʻoholo ʻia e kāhea i nā mea kālepa a i 12 mau manawa ma kahi o 10 a 12 mau pule paha e hoʻāʻo nei e kiʻi iā lākou ma ke kelepona e hoʻokele i kahi kamaʻilio. Ma muli o ka ʻimi ʻana o ʻArimo i nā kime kūʻai kūʻai ʻo Fortune 500 he nui kā lākou e mākaʻi ai.

He paʻakikī loa hoʻi ia e kiʻi i nā prospect e kiʻi i ke kelepona a hoʻihoʻi i kahi leka uila. ʻO Merrill Lynch Aia ma kā lākou papa inoa pahu hopu i loaʻa iā lākou 21 inoa kālepa e māka… mai CMO, i ka VP o ke kūʻai aku ʻana i ka Luna Hoʻokele o ka Pūnaewele Pūnaewele, a pēlā aku Luna Hoʻokele o ke kūʻai aku ʻana Client Pilikino i pane hope loa i kāna kelepona ma ka hoʻāʻo 9. ʻO ia ka mea 18 i hoʻokumu ʻia. Ua ʻae ʻo ia i kahi hāʻawi e hana i kahi hālāwai, lilo i prospect paʻa, a kalaiwa i kahi ʻaelike miliona-miliona kālā. Inā lākou i haʻalele i ke kāhea ʻana ma hope o 6 mau hoʻāʻo a i kāhea wale paha iā 4 poʻe ʻaʻole mākou e kamaʻilio pū me ia.

Ua pani ʻo Jesubi i kahiʻaelike me Xerox. Ua kāhea ʻo kā Bill luna i kahi VP o Sales 10 mau manawa ma kahi o 7 mau pule. Ua kau ʻo ia iā ia ma ka hoʻāʻo 2 :). Ua hoʻomau ʻo ia e kāhea a ma kāna hoʻāʻo 10 ua ʻōlelo ʻoia ʻaʻole wau ka mea kūpono e ʻoluʻolu e kāhea iā SVP o Sales. Ua kāhea aku kaʻu luna iā ia a ma ka hoʻāʻo 8 ua hāpai ʻo ia i kāna kelepona i ʻōlelo ʻia, "He kanaka paʻakikī wau e loaʻa ka paʻa pehea ʻoe i hana ai?" Ua wehewehe ʻo kā Repubalika i kāna hana a pehea i kōkua ai ʻo Jesubi Ua noi ʻo Xerox i kahi demo ma laila ma kahi a he mau pule ma hope ua loaʻa iā Jesubi kahi hana hoʻohana 50.

ʻAʻole nō kekahi o nā laʻana i luna e pani ʻia ma o ka kūʻai ʻana i loko no ka mea ʻaʻole e ʻimi nā manaʻo i ka hopena. ʻAʻole paha kekahi e pane i ka leka uila. ʻAʻole i hana kekahi i ka ʻoihana me nā ʻoihana ʻē aʻe i kāhea ʻia nā māka i nā manawa he 6 a i ʻole ma waena o 4 mau hulina. ʻO ka mana e ʻike nei he mea hoʻomau ia a ʻike he aha ia ʻano kūpaʻa.

jesubi

Iesubi hoʻonui i ka hana kūʻai aku me nā hōʻike ʻike a me ka huli kamaʻilio hiki ke hana. Mālama i ka manawa a kūʻai aku hou aku me nā pale kaomi hoʻokahi kaomi, nā ukali automated, a me nā pono hana hōʻike ikaika.

3 Comments

  1. 1

    Mahalo e like me ka manawa mau iā Doug, ʻo ke kani mua e like me ka hopena automation sales pono ke loaʻa hou, a ʻo ka lua o kāu pou i kumu i kahi kamaʻilio maikaʻi e pili ana i nā hoʻomaka a me ko mākou kaiāulu.

  2. 2

    Aia kahi kiko o ka hoʻoliʻiliʻi hoʻi ʻana. Me nā mea kūʻai aku ʻo B2B e hana pū nei mākou ua ʻike mākou ma hope o 8 hoʻāʻo o ke kelepona a me ka hoʻopuka ʻana i ka leka uila, hāʻule nui ka hoʻihoʻi a i ʻole ke komo ʻana. Maikaʻi ka hoʻomau ʻana a hiki i kou lilo ʻana i ʻeha hōʻeha i ka hoki, kahi e ʻeha ai ka ʻike o ka ʻoihana a me ka laikini. ʻOiaʻiʻo he mau hoʻokoe kahi e kū ai nā "kumu aʻo" kūʻai i ke kahua a kamaʻilio e pili ana i ka mea kūʻai aku i loko o ka mea nāna 87 mau hoʻāʻo a hoʻomohala i nā kūʻai o kona ola. ʻO ia wale nō. Inā kāhea mai kekahi iaʻu he 12 mau manawa ke pane ʻole wau, kokoke wau e hoʻomaka i kahi missile nuklea ma kā lākou ʻoihana. He mea nui ia e ʻike i ka wā e haʻalele ai a waiho i nā pilina i kahi papahana hānai.

    Ke aloha,
    ʻO Brian Hansford
    Ke kūʻai aku ʻana ʻo Heinz
    @RemarkMarketing

  3. 3

    ʻO ka mua, aloha au i ke kamaʻilio ʻana ma ke kelepona. No ke aha mai? No ka mea hana pinepine wau iā ia, a ma ka hoʻolālā. Inā wau e kamaʻilio pū ana me kekahi, ke kūʻai aku nei a kūʻai aku paha wau i kekahi mea. Loaʻa paha iaʻu he ʻumikūmālua mau kāhea i kēlā me kēia mahina aʻu e makemake ai e lawe - ʻo ka 2 i ka 3 haneli (ua nānā wau i kā mākou ʻōnaehana VOIP i kēia manawa) ʻo BS kaʻu e hoʻowahāwahā nei. Me he mea lā ke manaʻo nei nā kūʻai prospecting automation e hoʻonui i kēlā helu. E haʻi pololei - ʻaʻole maikaʻi ia no ka chap ma ka hopena o ka laina. No ke aha mai? Ma muli o koʻu manaʻoʻiʻo ʻole e kāhea mai kekahi iaʻu me kahi hopena aʻu i nānā mua ʻole ai - a inā he waiwai ia ua hiki aku wau iā lākou. ʻO kēia manaʻo paʻa, ma luna o kahi ʻano hilinaʻi ka mea e hana ai i kekahi mau ʻano o kaʻu kanaka kūʻai mea kūʻai - He mea lawe mua wau e kūʻai i ka waiwai a makemake i nā kahakaha uila - ʻoiai ka pilikanaka - e noiʻi a kūkulu i nā hoʻonohonoho i hoʻokau i kaʻu ʻoihana. .

    No laila, ʻo ke kuhi ma aneʻi no ka nui o nā manawa e kāhea ʻia ai wau e kekahi ʻōnaehana, ʻaʻole ia ʻo kaʻu pūnaewele makemake ʻia - a ʻaʻole ia e holo pono, ua hoʻāʻo ka poʻe. ʻAʻole ia he kumu no ka hana ʻole no nā poʻe ʻē aʻe, inā ʻoiaʻiʻo nā hiʻohiʻona ma luna e hōʻike nei e hana ia - akā manaʻo wau e hōʻike pū ana nō hoʻi ʻo ka hoʻomaʻamaʻa persona mea kūʻai aku kahi mea ʻoi loa o ka hoʻolālā hoʻokaʻawale funnel i hiki i nā mea kālepa āpau ke pōmaikaʻi. ʻAʻole holo ka hahau hoʻokahi no kēlā me kēia lāhui - ʻaʻole hoʻoholo ʻia e ka inoa inoa, ka nui o ka ʻoihana a i ʻole ke kūʻai ʻana i ka hana - pili ia i ka pilikino. Inā ʻo ka hopena ʻo ka automation marketing, a i ʻole ke kūʻai aku ʻana i ka automation ʻaʻohe mea e pani ai no ka ʻike ʻana i ka mea āu e kamaʻilio pū nei. A loaʻa ʻoe iā lākou ma ke kelepona, e waiwai loa ke kamaʻilio ʻana no ia.

    Justin Gray, Luna Nui
    AlakaʻiMD
    @jgraymatter, @myleadmd

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